Fair
Fair- Marked by impartiality and honesty : free from self-interest, prejudice, or favoritism <a very fair
person to do business with> b (1) : conforming with the established rules*
*from Merrion Webster's Online dictionary
In a fair negotiation, there can only be one possible outcome, Win/Win.
For the benefit of those whom are not familiar with the terminology, I will briefly cover all four possible
outcomes in a negotiation. They are, in no particular order: Lose/Win, Win/Lose, Win/Win and Lose/Lose.
War is the best example that I know of that is a Lose/Lose situation, because no matter who wins the war,
the ultimate outcome is that everyone loses. Divorce is another example of a Lose/Lose outcome.
Win/Lose means that you are negotiating from a point of view that you want to benefit irregardless of the
expense to the other party. Auto sales are a great example of a Win/Lose negotiation.
Lose/Win is no different from Win/Lose, except that you are on the other side of the equation. In other
words, the party that you are negotiating with wants to benefit irregardless of the expense to you.
Win/Win means that you enter into the negotiation with the expressed and implied intent of seeking an
outcome that is mutually beneficial to both parties.
As you can deduce from these four scenarios, a Win/Win is the only fair outcome that doesn't seek to
benefit one party at the exclusive expense of the other. One other important thing to note is that both a
Win/Lose outcome and a Lose/Win outcome typically end up as a Lose/Lose outcome in the end, meaning
nobody really won. That's why I said that war is a Lose/Lose outcome, even there is a clear cut victor,
because in the end, war only breeds more hatred and more hatred breeds more wars.
These four negotiation results were first made popular by Dr. Stephen Covey in his book The Seven Habits
of Highly Successful People.
Fairness in business is the only reasonable route to take if you are interested in building a long term
career, whether it be in sales or in any other area. Most customers just want to be treated fairly and most
business people just want to make a decent living. There are exceptions to every rule, but I strongly
encourage you to build a reputation of being fair and shy away from customers who won't be fair to you. It's
funny, the word "communism" has always had a bad connotation in this country, and we are proud of our
country, which was founded on capitalism. But yet, there is still a majority of people in this country who
hate the thought that an honest business man might be trying to making a profit on us. Our mentality
seems to be that we don't care if you make a profit, just don't try to make one on us.
As long as it's a fair profit, don't be afraid to let your customers know that you need to make money or you
won't be around to service them the next time and then they may be forced to deal with a less honest
businessman the next time around.
person to do business with> b (1) : conforming with the established rules*
*from Merrion Webster's Online dictionary
In a fair negotiation, there can only be one possible outcome, Win/Win.
For the benefit of those whom are not familiar with the terminology, I will briefly cover all four possible
outcomes in a negotiation. They are, in no particular order: Lose/Win, Win/Lose, Win/Win and Lose/Lose.
War is the best example that I know of that is a Lose/Lose situation, because no matter who wins the war,
the ultimate outcome is that everyone loses. Divorce is another example of a Lose/Lose outcome.
Win/Lose means that you are negotiating from a point of view that you want to benefit irregardless of the
expense to the other party. Auto sales are a great example of a Win/Lose negotiation.
Lose/Win is no different from Win/Lose, except that you are on the other side of the equation. In other
words, the party that you are negotiating with wants to benefit irregardless of the expense to you.
Win/Win means that you enter into the negotiation with the expressed and implied intent of seeking an
outcome that is mutually beneficial to both parties.
As you can deduce from these four scenarios, a Win/Win is the only fair outcome that doesn't seek to
benefit one party at the exclusive expense of the other. One other important thing to note is that both a
Win/Lose outcome and a Lose/Win outcome typically end up as a Lose/Lose outcome in the end, meaning
nobody really won. That's why I said that war is a Lose/Lose outcome, even there is a clear cut victor,
because in the end, war only breeds more hatred and more hatred breeds more wars.
These four negotiation results were first made popular by Dr. Stephen Covey in his book The Seven Habits
of Highly Successful People.
Fairness in business is the only reasonable route to take if you are interested in building a long term
career, whether it be in sales or in any other area. Most customers just want to be treated fairly and most
business people just want to make a decent living. There are exceptions to every rule, but I strongly
encourage you to build a reputation of being fair and shy away from customers who won't be fair to you. It's
funny, the word "communism" has always had a bad connotation in this country, and we are proud of our
country, which was founded on capitalism. But yet, there is still a majority of people in this country who
hate the thought that an honest business man might be trying to making a profit on us. Our mentality
seems to be that we don't care if you make a profit, just don't try to make one on us.
As long as it's a fair profit, don't be afraid to let your customers know that you need to make money or you
won't be around to service them the next time and then they may be forced to deal with a less honest
businessman the next time around.
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http://www.hectorcadena.com/blog/
http://www.convergencecabling.com
http://www.cablecominc.com
Houses for Sale on Lake Travis
Hector Cadena Hired as Vice President of Sales for Cable Com, Inc.
Golf Fore You
Susan Short ReMax Realtor in Lago Vista
http://www.convergencecabling.com
http://www.cablecominc.com
Houses for Sale on Lake Travis
Hector Cadena Hired as Vice President of Sales for Cable Com, Inc.
Golf Fore You
Susan Short ReMax Realtor in Lago Vista
| | | | |
